Discussing Cross Cultural Negotiations (Beg)


Students will discuss how to negotiate with people from different cultures.
Student Level: 
Unit Group: 
General Business - Negotiating

Warm Up (5 mins)

Imagine three people from the USA, South Korea and Brazil.

Steve (USA) Kim Young-Cheol (S.Korea) Rodrigo (Brazil)

Match the words in the table to your cultural image of each person.

loves soccer loves spicy food loves eating hot dogs
drives a big car is good at dancing is hard working
is very friendly is shy loves the beach

Listening (5 mins)

Listen to the audio and answer the questions.

1. The speaker is a purchasing manager for an electronics _______ company.

a) Manufacturing

b) Wholesale

c) Retail

2. She regulaly visits China to discuss _______ contracts.

a) Service

b) Supply

c) Support

3. Her Chinese partners like to have dinner together _______ negotiating.

a) Before

b) While

c) After

Reading Comprehension (10 mins)

Read the following article.

How would you describe your own negotiating style?

Grammar (5 mins)

"So do I" vs "Neither do I"

"So do I" and "Neither do I" are used to indicate that you agree with the other person or that you share the same situation.

"So do I" is used for positive agreement.

"Neither do I" is used for negative agreement.

We can also use other verbs like "So can I", "So will I", "So would I" etc.

First speaker

Second speaker

I like to eat strawberries.

So do I.

I often watch movies on weekends.

So do I.

I think Meg Ryan is a wonderful actress.

So do I.

I don't like to eat apples.

Neither do I.

I never listen to heavy metal music.

Neither do I.

I don't think John is a good singer.

Neither do I.

Imagine you agree with the statements below.

How would you respond?

I like their products.

I ate sushi yesterday.

I don't like giving discounts.
I am married.
I haven't got his phone number.


Practice responding to statements from your instructor using:

"So __ I" or "Neither __ I".

Vocabulary (5 mins)


Match the 9 words below into the two categories, "Jobs" or "Departments".

manager finance human resources
assistant researcher quality control
director marketing sales representative

What other jobs and departments does your organization have?

Role Play (15 mins)

Kohei:Good morning, Mr Johnstone.
Luke:Good morning. Please call me Luke.
Kohei:OK, Luke. Please call me Kohei.
Luke:Sure, Kohei. How was your flight to London?
Kohei:Very smooth, thank you.
Luke:Before we begin, please accept a souvenir from our company. It's a box of English cookies.
Kohei:Oh thank you. I love cookies.
Luke:So do I. We hope you and your co-workers enjoy them.
Kohei:Thank you very much.
Luke:May we get down to business? Has your team read our proposal?
Kohei:Yes, we have. We think it looks very exciting.
Luke:So do we. I am glad to hear you say that.
Kohei:Do you have a schedule for this project?
Luke:We'd like to start by signing a contract this week.
Kohei:I think that's too soon. My boss needs time to discuss this with the legal department.
Luke:Oh really? We would like to begin work soon.
Kohei:I understand. I will do my best to help.

How would you describe the negotiating style of the two people in this conversation?

Are they formal or informal?

Are there any other differences between the two sides?

Imagine you are negotiating a contract with your instructor.

Try the role play again. 

Extension Activity

Do you think gift giving is an important part of business?

What kind of gift would be appropriate to give to a customer?

Review and Quiz (5 mins)

Do you have any questions about this lesson?

What did you learn today?

Did you learn any new vocabulary or expressions?

Ask your instructor for tips on how you can improve your English.

Finally, don't forget to take the quiz after all your lessons are finished today.

Thank you !